Chill Out

Be the calm in your clients storm

2 rules to embrace right now...1) No two deals are the same; 2) something will go not-quite-right with every single deal...ever. Got it? Good!

Slays me how agents freak out over every tiny thing! They lose their lunch over truly serious situations. Everything is a confrontation, everything must be dramatic. CHILL OUT! Geez! Did you know it is possible to call another agent, ask a question, get an answer and say, "Good day!" It is even possible to negotiate a deal without over posturing.

Good real estate practice is not good-for-TV real estate shows with fancy suits and pompous agents at each other’s throats. Good real estate is about being solution oriented. Stephen Covey's 7 Habits of Highly Effective People says to begin with the end in mind. If you understand where you are going, be it listing agent or selling agent, then each step of the process can be met with a cool head.

When the seller says they want to wait for a better offer…you understand math and are prepared to outline the cost of waiting so they may weigh their options before making a final informed decision. Inspector finds asbestos so the repairs cannot be done without full remediation, it's okay because there are licensed professionals trained to handle asbestos. You know how to avoid financing issues by proactively addressing them early on, with an experienced loan officer, so when you start looking you know your buyer is qualified.

We get ourselves all worked up when obstacles reveal themselves because we don't want to deal with them. But you have to get over that. These deals are not about you or what you want. They are about being prepared for what may arise and offering solutions to your clients. Creating smooth, open lines of communication where cooler heads prevail and clients on all sides feel like they have won.

Be interested in your client, their needs, and their end goal. Then, like a captain of their ship, navigate those waters to their destination allowing your clients to appreciate the journey.